Online and Retail Sales Manager - Africa at Hewlett Packard - HP

Ref No: 3070475
Job: Sales
Shift: No shift premium (South Africa)
Travel: 25%

Description

• We are looking for visionaries, like you, who are ready to make a purposeful impact on the way the world works. At HP, the future is yours to create!

If you are our Online and Retail Sales Manager for Africa , you will have a chance to:

• Serve as the expert to the partner for a wide range of extremely complex information regarding product, services, and software transitions, promotions, and configurations.
• Integrate HP offerings to become a key part of the partner's business and solutions; May be brought in by partner to sell HP brand to end customers.
• Establish and maintain account plans to promote sales growth.
• Leverage partner solution stacks, partner intellectual property, and other capabilities (off-shore/near shore, etc.) to broaden the HP footprint in targeted industries and/or customers.
• Achieve assigned quota for HP products, services and software.
• Work closely with the category team to drive appropriate focus on supply chain elements.
• Transactional and relationship selling working within, and directing, a team of selling professionals.
• Grow HP business overall and HP's share of business by developing deep strategic relationships with Retail partners.
• Create, fill-in and manage HP funnel for deals with partners and transforms potential leads into joint sales activities.
• Actively engages HP resources and senior executives to build strategic relationships with the partner which ensures long- term business opportunities for HP.
• Leverage Digital experience to best position HP in through the customer experience cycle.
• Work with Retail partners to ensure that HP’s visibility and customer experience is maintained.
• Drive a growth mind-set and align to market opportunities.
• Provide the business rationale and risk assessment for making HP investments in the partner.
• Work with largest partners accounts with a high strategic value or high risk to HP.
• Ensures that partners are compliant with legal and HP internal policy practices.
• May recruit and develop business relationship with new partners.

Education and Experience Required

• 12+ or more years of selling experience at end-user account or partner level.
• Experience as successful account/business manager, selling to CxO and decision-maker level.
• University or Bachelor's degree; advanced degree or MBA preferred.

Knowledge and Skills:

• Deep understanding of the IT industry, competing vendors, and the channel. Dimensions include competitive positioning and business models.
• Deep understanding of HP's organization & operations, including key business rules, and alignment with HP go-to-market strategies, partner segmentation, key programs & initiatives, structure and business model.
• Deep understanding of HP's products, software, and services. Able to communicate the strengths of HP's offerings relative to competition, and overcome objections.
• Effectively sells HP offerings by building strategic relationships with partner senior management, principles and decision makers; aligning partner and HP processes; and promoting HP programs and offerings.
• Develops strategic plans with the partner to grow the size of the business and HP's share.
• Partners effectively with others in the account to ensure coordinated efficient account management.
• Ability to motivate partner's sales force.
• Coordinates and directs efforts across HP sales teams.
• Deep understanding of pipeline management discipline and ability to explain benefits to partners/sales teams.
• Digital expertise in order understand the on-line requirements.
• Any on-line experience and knowledge will be key to driving a differentiated value proposition.